The PEOPLE Process TYPE Talk Understanding People is what it's all about.
June 2011

Hi Everyone!

We're continuing to discuss ways to use personality type in selling this month and I know you'll find the information very helpful in being able to "open the sales door" with your clients. I have really enjoyed putting this information together because it reminds me to remember to put these skills to use - at all times!

Our first article "Using Type in Selling-Part 2" continues with the specific behavior clues we discussed in Part 1 of Using Type in Selling. We've created a great table that divides the types into functional pairs giving specific ways customers function during sales interactions.

Continuing with our excerpt from The TYPE Reporter, "Can You Sell To All Types?", Article 2 gives invaluable information about "How to Sell to Fs." Since I am a T, it is important for me to remember that when I'm interacting with an F, I need to let them know enough about me on a personal level so they can trust me. This isn't natural behavior for me, but invaluable information so that I can build rapport with my "Feeling" customers and friends.

  • Are you ISTJ? ENFP?
  • USING TYPE IN SELLING - Part 2 - The Four Customer Type Modes
  • HOW TO SELL TO Fs - The Behaviors That Will Gain Their Trust
  • About the Author - Pam Hollister, INTJ

  • USING TYPE IN SELLING - Part 2 - The Four Customer Type Modes

    There are stages in the process of moving a sale forward. Time is spent "initiating the rapport," which consists of greeting the customer and establishing a basis for moving ahead. Then, the salesperson "investigates needs." This is when listening is especially important. Next, a "course of action" may be suggested using the information gathered in the listening stage. And the final stage is reaching an agreement, or "closing" the sale.

    The Customer Type Modes table clearly spells out the individual non-verbal behavior cues that are valuable to remember and put to use in the selling process.

    HOW TO SELL TO Fs - The Behaviors That Will Gain Their Trust

    Be like a friend, and like a friend, make it clear that you are there for them, and they can go to you anytime they need help with the product. Don't act as if the only thing that matters is the product and its merits. Engage briefly in small talk to get to know a little bit about the human being and let them get to know you. You can compliment something about them or around them that deserves complimenting.

    Sell SFs the Service - Treat loyalty as important, yours and theirs. Let them know that when they buy your product, you'll be loyally available to answer their questions or service the product. Be careful about putting down the competition if the SF client has been using them for years.

    About the Author - Pam Hollister, INTJ

    Pamela Hollister developed The PEOPLE Process to simplify using personality-type theory. Pam has over 30 years of professional business experience with emphasis on entrepreneurship, marketing and business communications. She has created and directed training programs for General Atomics Aeronautical Systems, Fortune 500 companies, the US Air Force, the Department of Energy, University of Nevada, Las Vegas, and numerous school districts throughout North America.

    Are you ISTJ? ENFP?

    Now you can tell in 5 minutes with this user-friendly personality type Wheel for understanding self and others!

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